Table of Contents Methodology 2018 Digital Marketing Plans for the SMB Most Important Strategic Objectives Success Achieving Objectives Critical Challenges to Success How Objectives and Challenges Compare Budget Trends for the Year Ahead Most Effective Tactics How Tactical Effectiveness is Changing Most Difficult Tactics to Execute Resources Used to Execute Tactics How Effectiveness and Difficulty Compare About the Research Partners Methodology Ascend2 benchmarks the performance of popular digital marketing strategies and tactics using a standardized questionnaire and a proprietary 3-Minute Survey format. This survey was fielded to a panel of research subscribers and marketing influencers by Ascend2 and Insty-Prints.

2018 Digital Marketing Plans for the SMB An effective digital marketing plan contains a series of tactics used to achieve your most important marketing objectives. But what will an effective digital marketing plan for the small and medium-sized business (SMB) look like in 2018? To find out, Insty-Prints and Ascend2 fielded the 2018 Digital Marketing Plans Survey. This edition of the study, titled the 2018 Digital Marketing Plans for the Small and Medium-sized Business, exclusively represents the opinions of marketing influencers working for companies with fewer than 500 employees. We thank these busy professionals for sharing their valuable insights with us, and you. This research has been produced for your use. Put it to work in your own marketing strategy. Clip the charts and write about them in your blog or post them on social media. Please share this research credited as published. Enjoy! SURVEY RESPONDENTS N=173 SMBs Role in the Company Owner / Partner / CXO 44% VP / Director / Manager 44% Non-Management Pro 12% Primary Marketing Channel B2B (Business-to-Business) 41% B2C (Business-to-Consumer) 35% B2B and B2C Equally 24% 3

Most Important Strategic Objectives For more than half of SMBs, important objectives for a digital marketing plan are increasing lead generation and increasing sales revenue. 49% of SMBs point to improving brand awareness as the next most important digital marketing plan objective to achieve. 4 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018

Success Achieving Objectives Nearly half (48%) of SMBs consider a digital marketing plan very successful at achieving important objectives, describing it as best-in-class. Another 49% consider it somewhat successful. Only 3% pessimistically describe digital marketing planning as unsuccessful. Very successful (best-in-class) Somewhat successful (above average) Somewhat unsuccessful (below average) Very unsuccessful (worst-in-class) 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 5

Critical Challenges to Success A most critical challenge to the success of a digital marketing plan is lead generation for 48% of SMBs. More importantly, 43% point to data quality as a challenge. Without data quality improvements, advances such as marketing personalization can not be practiced. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 6

How Objectives and Challenges Compare Objectives that are significantly more important than challenging to achieve, such as increasing sales revenue, are strategically preferable to objectives that are more challenging than important to achieve, such as improving process automation. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 7

Budget Trends for the Year Ahead The trend for digital marketing budgets continues to improve for SMBs with 31% describing the increase as significant, and another 60% increasing it marginally. This trend may reflect a very positive outlook for continued business growth in the year ahead. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 8

Most Effective Tactics Content marketing and social media marketing are most effective tactics for 52% and 47% of SMBs respectively. Marketing technology, which streamlines the execution of many other tactics, is considered effective for 42% of SMBs. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 9

How Tactical Effectiveness is Changing The effectiveness of digital marketing tactics is changing in a very promising way for a total of 94% of SMBs, with 41% describing the increase in tactical effectiveness as significant. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 10

Most Difficult Tactics to Execute Two very technical tactics – data management and marketing technology – stand out as difficult to execute. This is primarily due to the fact that the skills, capabilities and resources required to execute these technical tactics are not always available in-house. Most Difficult Tactics to Execute 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 11

Resources Used to Execute Tactics 92% of SMBs in total say they outsource all or part of the execution of digital marketing tactics to specialists. However, more than two-thirds (70%) consider a collaboration between outsourced and in- house resources the most effective way to execute digital marketing tactics. 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018 12

How Effectiveness and Difficulty Compare Tactics that are much more effective than difficult to execute, such as social media marketing, are more likely to be part of a digital marketing plan than a tactic that is considered less effective than difficult to execute, such as data management. This is an example of how difficulty can negatively impact perceived effectiveness. 13 2018 Digital Marketing Plans for the SMB, Ascend2 and Insty-Prints, Published January 2018

About the Research Partners Insty-Prints is your local, one-stop resource for high- quality print and business communications solutions with fresh ideas to help you connect. We pioneered fast- turnaround printing, and today we offer you an array of capabilities including multi-channel marketing campaigns, direct mail marketing, promotional items, graphic design, web marketing, signs, banners and much more. Learn more at instyprints.com Insty-Prints is independently owned and operated. Marketing technology companies and digital marketing agencies partner with Ascend2 to reliably generate demand and supplement content for their firms. Our Research Partner Programs are transparent – spotlighting your brand and the interests of your market. If marketing professionals are your ideal prospects, we can help you find more of them. Learn more about Ascend2 14